JOB SUMMARY:
Directly manages a team of industry-based Corporate Sales Managers and Corporate Sales Executives responsible for growing Choice’s business-to-business corporate client base. Exceptional mentor and coach for selling team identifying and leveraging room night growth in existing accounts, uncovers new opportunities, expert in selling through a structured sales process and responsible for delivering annual team room night targets. Promotes adoption of an insights-based selling approach that balances relationship and value-based techniques, including effective leveraging of our systems and data sources (e.g., Tableau and Salesforce). Facilitates achievement of sales production, pipeline, and budgetary objectives through effective utilization of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources.
RESPONSIBILITIES:
Strategic Sales Leadership
Provide exceptional business leadership to drive superior results and exceed annual room night production goals
Develop and oversee implementation of portfolio-based sales plans and strategies to bolster current account penetration and secure new business
Coordinate deployment of Choice’s Corporate Sales Manager/Executive resources to achieve room night, revenue, and share shift objectives; regularly review priorities and adjust as required
Support a disciplined cadence across the organization, including a consistent focus on the pipeline and proactive thinking; track, manage and achieve room night and pipeline objectives
Focus sellers on the strongest potential and growth accounts; coach team to develop deeper relationships and networking opportunities
Champion business transformation and change efforts in support of Sales and Marketing strategies
Strategic and Industry Activities
Stay current on sales effectiveness best practices and competitive positioning; provide thought leadership on deal structuring and ways to leverage Choice resources to bolster performance; identify ways to break down selling barriers to increase Choice share
Participate in industry associations, preferably in a leadership role, to foster awareness of Choice and cultivate lead opportunities
Support special projects and strategic initiatives as required
Talent Management
Hire, retain and continually develop diverse, high caliber talent who can contribute positively to the organization
Develop clear and measurable goals; manage relative to shared accountability standards; address performance issues promptly and consistently
Motivate associates and utilize Choice engagement results to measure effectiveness
Create personal development plans with each seller to foster individual growth and engagement; work to evolve seller skills to fit Choice’s sales model and focus going forward (i.e., value and acquisition oriented; ability to balance analytical and relationship skills)
Leverage Global Sales career pathing guidelines to create and maintain succession plans; develop a pipeline of talent for key positions
QUALIFICATIONS:
Employment Experience
5-7 years of sales management experience, preferably in the hospitality, travel or related services industry
Demonstrable experience leading sellers responsible for large enterprise accounts
Familiarity with a vertical/industry-oriented sales structure strongly preferred
Proven track record of meeting or exceeding quota on large revenue targets
Technical Skills
Proficiency working in a CRM, preferably Salesforce
Familiarity with Microsoft Office products (e.g. PowerPoint, Word, Excel)
Comfortable analyzing account and market data in platforms like Tableau to create actionable insights and recommendations
Additional Skills & Competencies
Ability to travel up to 40–60% as required to meet with enterprise customers and attend industry conferences and events
Location near a major city – within 30 miles of a major airport
Exceptional leadership skills, including the ability to create a compelling vision, demonstrate flexibility in approach, define/lead change, and motivate others to achieve desired results
Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels
Education Requirements
Bachelor’s Degree in business administration, marketing, sales or related field preferred
Salary Range
The salary range for this position is $111,345 - $148,379 annually, plus commission via participation in Choice’s Global Sales Incentive Plan.
Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:
About Choice
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice’s Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice’s Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver